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Salary: USD 99,500 - 133,100 / annual
Contentful (now part of Salesforce) is seeking a Mid-Market Account Executive to drive growth across North America in the mid-market segment ($100M–$1B annual revenue). You will be the primary point of contact for both prospects and customers, responsible for identifying and developing new sales opportunities while expanding existing accounts and ensuring customers achieve their business objectives with Contentful's platform.
Key Responsibilities:
- Lead the end-to-end sales process from prospecting through close, targeting new logo and expansion business with ACV ranging from $50K–$500K
- Develop and execute account strategies, build qualified pipelines, and manage internal and client processes to meet quarterly and annual sales goals
- Conduct deep account and industry research to identify key decision-makers and qualify net-new targets; position yourself as a trusted advisor through value-based selling
- Manage RFI/RFQ requests in collaboration with internal teams and customers
- Refine the "land-and-expand" model in partnership with Sales, Partnerships, and Customer Success teams
- Understand digital experience challenges of prospects and customers; align Contentful's ROI with those challenges
- Work closely with Sales Engineers and Solution Architects to uncover technical opportunities and drive new business
- Develop innovative proposals, position complex pricing, and negotiate contracts efficiently
- Travel up to 25% as needed
Your compensation plan includes monthly and annual accelerators for overachievement against bookings goals.
Requirements:
- 4+ years of B2B SaaS sales experience, with a minimum of 2 years in a closing role carrying individual quota and a history of exceeding quota
- 2+ years of experience successfully selling enterprise-level, multi-product, or technical platform solutions
- Working knowledge of selling and positioning technical SaaS/PaaS platforms
- Experience growing and expanding existing customer accounts in SaaS/PaaS environments
- Demonstrated ability to sell transactions of $250K+ to organizations with $500M–$1B annual revenue, engaging VP and C-level executives
- True "hunter" mentality with experience generating net-new pipeline and closing new business
- History of selling complex technical solutions to customers across distinct divisions (e.g., marketing, IT, sales leadership)
- Experience working with partnerships to drive business
- Ability to understand Contentful's API and discuss outcomes with multi-threaded relationships across C-level and highly technical stakeholders
- Excellent oral and written communication and presentation skills
- College degree (BA/BS)
- Bonus: familiarity with MEDDPICC, Value Selling, and Sandler methodologies
- Must be authorized to work in the US without visa sponsorship
